لؤي عبد الجواد

Responsibilities and accomplishments included:
• Reporting to the Managing Director, Ajlan & Bros Group.
• Responsible for the launch of new business - Tiqmo - Commercial, SME and Micro Lending services.
• Responsible for the execution and operation of the new business using best management practices and agile principles.
• Attend, participate and present various strategic options at meetings and sessions with the executive board of the company and the group for devising and implementing the strategic vision for the business.
• Assisting and supporting the group for the technicalities and selection of the technological platforms and aspects for the lending services and its integration with the e-wallet business for cross-selling of the products.
Achievements
• Leading the process to obtain SCB (Saudi Central Bank) Banking Regulator approvals and required permits for the actual launch of the Tiqmo Lending Services in 2H of 2022.
• Develop new business line of the group. Develop organisation structure, specialised job descriptions for the critical roles and functions and from the technological perspective and build up a new team for the venture.
• Developed the milestones, timelines for the initial conception of the business to the launch of the real time digital offerings for the markets.

• Direct all top to bottom-line factors in (SME, Micro & Small Business and Auto Business) vision, long-term planning, revenues optimization, and operations excellence to achieve sustainable growth.
• Initiated moving away from a segment-based model to a regional model to have more ground level control on what the types of cases are booked, resulting in lower NPLs and PDOs.
• Tasked at revamping the traditional approach taken to the sales of SME Business by leveraging organizational existing capabilities and resources.
• Initiated the development of a complete digital bank within the bank proposition to run the Micro & Small segment in a retail fashion introducing dedicated channels and call centers to increase sales and have dedicated customer services for the Micro & Small Segment customers.
• With this unique vision, launched innovative product suites to cater all customers’ needs i.e., for Cards (Credit, Prepaid & Debit), Financing (Point of Sale Financing, Business Installment Finance, Payroll Finance, Fleet covering commercial and non-commercial, AUTO individual & Real Estate Finance).
• All the products were targeting Al Rajhi Bank as well as Non-Al Rajhi Bank customer with the objective to upsell other services offered by the Bank.
• Turned around SME business banking from a loss-making proposition in 2018 to gaining substantial profit in 2020.
• Introduced a dedicated product sales team under Micro, resulting in exponential increase in structured POS finance sales.
• Emphasized focus on employee morale and incentives, resulting in better teamwork and collaboration.
• Moved the non-borrowing RM based model towards call center, resulting in more efficient use of resources.
• Re-structured the Auto Business function to focus more on sales and after sales services.
• Ensuring efficiency in achieving sales target and enhancing customer experience.
• Launched the 50/50 program, motor bike finance program, pre-owned program.
• Member in Credit Committee, Retail Risk Committee, Compliance committee and Transformation committee.

Manage Al Rajhi Takaful Agency (Oct. 2019 - Jul2021)
• Direct all top to bottom-line vision, long-term planning, revenues optimization, and operations excellence to achieve sustainable growth.
• Re-vamp all Sales plans & incentives across all line of businesses to ensure smooth transition of sales activities to the bank staff.
• Liquidate and close the agency.

Major Accomplishments:
• Realigned the SME org. structure & sales approach which led to an aggressive portfolio growth of more than 200% .
• Overachieve the YTD 2020 micro sales target by 118% & fees by 45% with a portfolio growth of 232%.
• Year on year high growth in structured products sales.
• Overall NPL remain low at around 1.1%
• Steady growth in the market share of Micro & Small business as per SAMA bulletin.
• Number 0ne in AUTO new sales and market share compared to competition.

• Direct all top to bottom-line factors, including company vision, long-term planning, revenues optimization, and operations excellence to achieve sustainable growth objectives across the kingdom.
• Spearhead direct reporting structure of 20 members of top management.
• Devise and roll out best-in-class strategies for deposit retention and customer benefits improvement that significantly elevated average deposit balance growth.
• Deliver expert advice and directions to unit leaders aimed at improving market share and revenues. Slash overhead expenses, enhance operational efficiency, raise products’ gross margins, and resolve quality issues by leading management team, identifying areas of improvement, and deploying corrective actions. Utilize astute analytical capabilities to optimize the decision-making process and people management.
• Translated corporate missions into simple and concise operating plans with clear benchmarks for teams to follow, resulting in the achievement of challenging business objectives consistently.
• Maximized customer satisfaction and loyalty through effective interface management with retail banking customers, wholesale banking business clients and private banking client base.
• Directed non-financial functions, such as risk mitigation, overall audit, compliance assurance, and governance control as well as corporate social responsibility and contribution.
• Chairperson of Asset-Liability Committee (ALCO), Executive Committee (EXCOM), Business Review Committee.
• Expanded the business with the launches of 3 new branches in the eastern and western provinces of Saudi Arabia. Secured SAMA approvals for additional 20 branches across the kingdom of Saudi Arabia.
• Built and maintained robust relationships with key external enablers, such as SAMA, MOCI, DZIT, auditors, and peers. Bolstered transparency and ensured compliance with set standards by conducting internal audits.

Major Accomplishments:
• Closed the year 2018 with Net profit percentage of 193% over budget.
• Minimized total cost for 2018 up to 9% through process improvement.
• Improved net profit growth by 79% over the last 4 years.
• Created customer-centric offerings that increased loan book size by 17%.
• Bolstered net profit over 20% year on year for the KSA Business.
• Boosted departmental performance by redesigning internal procedures and defining key performance indicators (KPIs) for all operating departments.
• Achieved operational excellence and competitive advantage by implementing technology initiatives.
• Improved geographical reach, promoted international business by finalizing first cross border international bilateral deal.
Emirates NBD Capital Apr 2015 - June 2019
Member of the Board of Directors, Emirates NBD Capital, KSA
• Serve as a highly resourceful member of the board and refined overall company operations and management procedures, resulting in improvement of productivity and profitability. Provide strategic leadership and vision to set and meet key objectives as well as performance targets.
• Design a written governing policy for strengthening the relationships with stakeholders to protect and preserve rights.
• Increased profitability by evaluating and deploying market intelligence data and data analytics for introducing market specific products and financial instruments.
• Strengthened internal control and encouraged a sense of accountability by developing SOPs.

• Rendered strategic directions for Business Banking division in line with the overall strategy of the SABB Bank.
• Assured sustainable competitive advantage through strategic planning and technological innovation.
• Built and led a multi-disciplinary business banking team to meet corporate objectives. Kept abreast with market trends and developments to determine requirements and develop products in coordination with product development teams for SME Clients.
• Expanded client base and maximized satisfaction levels by assuring excellent customer service delivery in close collaboration with the network service centers and the credit operations teams.
• Grew the segment business and improved service delivery metrics through the implementation of best practices.
• Held the credit for establishing real estate escrow accounts unit in 2015. Served as a member of the executive management team, HR team and de-risking committee.

Major Accomplishments:
• Improved SABB Bank's image in the community and promoted Islamic banking by converting business banking brand to 100% Sharia compliant.
• Achieved aggressive growth targets through the acquisition of new clients, booking new credit facilities, and cross selling of products that maximized the segment profits for SABB Bank as Head of SME Business.
• Expanded a portfolio of commercial banking relationships for SABB Bank as relationship manager.

Responsibilities and accomplishments in this position include:
• One of the top management team.
• Structure and build from scratch a Business Banking Group (BBG) function under the Wholesale Banking Umbrella focusing on the SME business (up and running). In addition forming a Business Channels team that looks after developing/enhancing business alternative delivery channels and a Business Support team that assist Wholesale Banking (BBG especially) in all business aspects .
• Manage, organize, plan, direct, control and develop all aspects related to BBG business development Kingdom wide towards the achievements of aggressive growth targets through the acquisition of high quality new clients, booking new credit facilities, pro-actively cross selling products to maximize the segment profits, within acceptable risk/reward parameters.
• Collaboration of efforts with various departments to ensure segment systems/projects are developed and implemented in accordance with the strategic and operating plans.
• Liaise with external entities /institutions in order to maximize available opportunity and develop relationship with external vendors to secure tips and best practices adaptable to grow the segment business and improve the services delivered to clients.
• Sustain future performance; create an environment of ongoing personal and team learning and development.

Responsibilities and accomplishments in this position include:
• Manage, organize, plan, direct, control and develop all aspects related to Small and Medium Enterprises (SME) business development Kingdom wide towards the achievements of aggressive growth targets through the acquisition of high quality new clients, booking new credit facilities, pro-actively cross selling products to maximize the segment profits, within acceptable risk/reward parameters.
• Collaboration of efforts with various departments to ensure segment systems/projects are developed and implemented in accordance with the strategic and operating plans (e.g. design a special accreditation program called - Small Business Specialist.
• Liaise with external entities /institutions in order to maximize available opportunity (e.g. secure the first “Kafala” guarantee from Financial Guarantee Program among all banks) and develop relationship with external vendors to secure tips and best practices adaptable to grow the segment business and improve the services delivered to clients.
• Guide, manage and motivate teams towards achieving their regional business goals.
• Sustain future performance; create an environment of ongoing personal and team learning and development.
• Implementing Commercial desk theme in Branch Network.
• Preparation/Issuance of business operational circulars.
• Deputizing Head of Commercial Banking.

Responsibilities and accomplishments in this position include:
• To ensure that SABB is the leading provider of value-added Islamic products and services to new and existing clients.
• Assist the business units in designing, structuring, and promoting Corporate Islamic products to Corporate, Commercial and SME clients.
• Ensure that the developed corporate products are structured in compliance with the directives of the SABB Sharia Supervisory Committee and finalize the documentation, legal advice, procedure manuals and approvals.
• Deliver training and coaching sessions to the related departments prior to the product launching.
• Review and enhance existing and new products as and when needed.
• Work closely and provide business support to concerned departments.

Responsibilities and accomplishments in this position include:
• Develop and manage the SME business in the Western Region, and selectively target new clients in conjunction with the area Senior Manager Network, Deputy Manager Network and the Branch Managers.
• Safeguard SABB from potential losses by ensuring that the Bank’s credit standards and guidelines are complied with.
• Adopt a client centric approach in order to join with the concerned Branch Managers the ownership of SME clients.
• Ensure that SABB’s different services and products are offered to clients.
• Development of non-borrowing relationships.
• Business referrals to SABB departments.
• Enhance the Branch Managers credit proposal quality.
• Achieve 86% Islamic product offering towards the SME clients in the area (the leader among the other areas).

Responsibilities and accomplishments in this position include:
• Develop and manage a portfolio of Commercial banking relationships.
• The primary internal/external contact point for clients both within the Kingdome and Internationally.
• Establishing and leading “Client Service Teams” to anticipate client entire banking requirements and subsequently deliver the relevant products and services.
• Undertaking joint client visits with the Bank product and service providers to address issues and solicit business.
• Adopt a client centric approach (based upon SABB/HSBC Group guidelines) in order to take ownership of the Commercial clients overall relationship with SABB.
• Contribute to process improvements within SABB.
• Compliance with SABB policies and procedures to safeguard the bank from losses.
• Win a larger share of profitable Commercial business, despite the very competitive environment.